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Cencora · 2 days ago

Director, Oncology Insight Sales

United, PA

Full-time

Hybrid

Director/Executive

$124K/yr - $191K/yr

Cencora is an innovative company focused on creating healthier futures. They are seeking a Director of Oncology Insight Sales to manage the sales and account management process for Oncology Clinical Insight Services, collaborating with pharmaceutical and biotech partners to achieve revenue targets.

Emergency MedicineEnterprise SoftwareHealth CareMedicalPharmaceutical

Responsibilities

Develop and cultivate client relationships within assigned set of Life Science, pharmaceutical and biotech partner accounts; preparing presentations and proposals in support of new business development associated with the IntrinsiQ Clinical Insight Services offerings

Responsible for lead proposal writing, contracting, client presentations, and outlining pricing options in accordance with Company pricing model and existing contract structures

Communicate client needs and expectations throughout the organization for enhancing the Clinical Insight Solutions, including, Challenging Cases, Working Groups, medical education initiatives, real-world data insights and custom analytics; signals to extended team members any issues or concerns that may require attention

Coordinate and provide consultative guidance to develop key meeting agendas and lead the coordination and preparation of associated presentation material for client meetings related to IntrinsiQ Clinical Insight Services offerings

Acts as a client advocate to ensure key program deliverable components to maintain and provide integrity, reliability and allow for credible research and analytic capabilities in offerings provided

Gather information, analyze and develop strategies concerning dynamics that may affect meeting objectives, such as changes in competitive marketplace dynamics, customer ownership, new affiliations, and targets of opportunity for new growth

Meet proactively with internal organizational staff, i.e., Clinical Insights, Commercial Analytics Sales, Client Service, Data Science and GPO Corporate Accounts to ensure their understanding of the client’s market research and medical education needs and on-going ad-hoc real world evidence research objectives

Expand continually the breadth and depth of contact base within existing Corporate Partners by employing business development techniques such as cold calling into new target accounts and/or new departments and contacts within active client companies

Ensure regulatory compliance with the PhRMA code in interactions with health care professionals, FDA regulations, and other corporate policies governing ethical business practices

Coordinate proactively with other Cencora Business Unit client sales leads to understand customer key priorities and cross-sell more effectively across the customer organization, as applicable

Document all sales and account interactions to ensure a comprehensive understanding of activities across the IntrinsiQ and GPO Corporate Account customer teams

Actively participate in meetings; reports on sales pipeline status, timelines and project execution and status

Communicate with Corporate Partner’s key functional areas such as market access marketing, market research, medical affairs, HEOR/RWE, and procurement to provide general capabilities overviews and customized solution recommendations of our Clinical Insight Services offerings, in support of the customer’s key business objectives and market dynamics for selected products and projects

Travel to and participate in meetings and projects as required, including but not limited to GPO membership meetings (held on weekends), industry conferences and in-person client meetings and various IntrinsiQ department and staff meetings

Document all sales opportunities throughout the sales process, as well as account interactions to ensure a comprehensive and up to date record of activities is maintained

Performs related duties as assigned

Qualification

Oncology market knowledgeSales strategy developmentClient engagement techniquesBusiness planning skillsLeadership skillsPresentation skillsAnalytical skillsMicrosoft OfficeSalesforce CRMCommunication skills

Required

B.S. required and advanced degree preferred; additional education in business-related fields such as business administration, sales, marketing, or market research is a plus

Thorough knowledge of the current oncology therapeutic marketplace dynamics and the resulting opportunities it presents to assigned pharma customer base; understanding of current and future trends in pharmaceutical drug development and medical affairs provider research and education offerings. Other specialty drug therapeutic market knowledge a plus, specifically retina and/or urology markets preferred

Solid understanding of the functional areas within biopharmaceutical companies, specifically market access, market research, medical affairs, and HEOR/RWE

Working knowledge of successful strategic and consultative marketing techniques and related approaches to client engagement and successful customer engagement and ultimately progressive sales growth

Strong business planning, analytical, and conceptual skills to evaluate customer business problems, and apply knowledge to identify appropriate customized solutions; ability to problem-solve creatively and think outside the box to outline and vet solutions the IntrinsiQ Clinical Insight Services team can effectively support our customers

Ability to direct activities of matrix team members, including co-selling, coaching, training, guiding, developing, and managing in both direct and matrix management roles

Ability to interpret industry trends and competitive market information, as well as develop strategies and tactics to respond to changes in the marketplace

Strong leadership and interpersonal skills

Excellent presentation skills, both for large meeting groups and smaller sessions, as well as in person meetings and/or online meetings with participants in multiple locations

Strong communication skills, both orally and in writing and in active listening to customer needs and priorities

Working knowledge of computers necessary to operate effectively with company systems and programs, including knowledge of PowerPoint, Excel, Microsoft Word and salesforce customer relationship management (CRM) system

Willingness to travel domestically up to 40%, including limited weekends